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### The Power of the Question

A Consultative Approach to Sales that Builds Relationships and Earns Business

John Prescott

The Power of the Question

- What holds us back?
- What’s the big deal?
- Role of mindset/programming
- Types of questions
- The lost art of listening
- Getting clarity
- Red flags and alarms

The Power of the Question

What are your biggest challenges with asking great questions?

The Power of the Question

What’s the Big Deal with Questions?

Great questions:

- Allow you to maintain control of the conversation.
- Create the vehicle to gather information.
- Help in getting clarity.
- Engage others in the discussion.
- Naturally force the mind to search for answers.
- Facilitate self-discovery.
- Flush out objectives.

The Power of the Question

The Role of Mindset: Ours and Theirs

- How does past programming come into play in asking great questions?
- How can you use experiences to ask great questions?
- You have to care in order to ask great questions.

The Power of the Question

The Role of Mindset: Ours and Theirs

The Power of the Question

A few words go a long way …

- Use the simple phrases as part of asking great questions.
- Tell me more about …
- What does that look like to you …?
- How does that make you feel …?
- Has there ever been a time …?
- What about “x” is important to you …?

The Power of the Question

Listening Is Critical

- Many times the next question is provided by the answer if one listens closely enough!

The Power of the Question

Listening Is Critical (cont.)

- Three Levels of Listening …
- Level 1: It’s all about us.
- Level 2: It is all about them.
- Level 3: We take in not just the conversation … we take in everything!

The Power of the Question

Listening Skills—Master Them

- Articulating …
- Clarifying …
- Being curious …
- Silence …

The Power of the Question

Ask and then … shhhhhhhh.

Be comfortable with dead air!

Getting Clarity of the Response

- Repeat the answer back to the respondent.
- Ask follow-up questions.
- Understand the difference between fact and speculation.
- Don’t assume … you know what happens!

The Power of the Question

Red Flags, Alarms, and Whistles

- When you hear the following you need to ask more questions and get more clarity…
- I think …
- Maybe I can …
- I should …
- Possibly …
- I hope …

The Power of the Question

Tools and Tips

- Take notes when asking questions.
- Acknowledge their responses.
- Slow down.
- Don’t sound like an interrogator.
- When possible, watch their body language.
- Be present!

Thank You!

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